Beware the Monkey’s Paw

[Top Sales Magazine]

They wrapped the roping around itself at the ends, creating what appeared to be clenched fists or monkey’s paws. Sailors heaved them from the decks to dockhands far below, who caught them, safely securing them. Something small, therefore, brings in something large. David Sandler, Sandler Training’s founder, related the concept to selling, helping countless sales reps win business by proposing smaller pieces of larger deals to convince prospects to take action – monkey’s paws.